Specialty Sales Director

About the role

As the Specialty Sales Director, you will oversee global commercial performance for specialty sales channels across conventions, fan events, and ecommerce marketplaces. You will turn Global Commerce strategies into clear revenue plans, targets, and operating rhythms. You will lead go-to-market execution for event and marketplace merchandising worldwide. You will partner with Events, Product Development, DTC/eCommerce, Marketing, Operations, and Sony partners to deliver best-in-class fan experiences and commercial results.

We will measure success in this role by revenue and margin growth, expansion of our partner ecosystem, sell-through performance at conventions and on marketplaces, and the health and effectiveness of specialty sales channels.

Core Areas of Responsibility

• Own global specialty commercial performance, including conventions, live events, and ecommerce marketplace channels. You will ensure meeting annual and long-range revenue and margin targets, and you will align plans with Crunchyroll's broader strategic and financial goals.
• Lead global go-to-market execution for convention retail, pop-ups, experiential activations, and marketplace merchandising. You will turn strategy and production decisions into concrete assortments, account plans, pipelines, and promotional campaigns by region and event.
• Develop and refine merchandise and assortment strategies for events and marketplaces, using fan, retail, and performance insights to inform pricing, exclusives, bundles, and capsule drops that drive demand, sell-through, and brand elevation.
• Lead commercial relationships with fulfillment partners, event organizers, venue operators, convention partners, and digital marketplace platforms, including joint business planning, deal structures, and annual negotiation cycles to maximize reach, visibility, and profitability.
• Partner with Product Development and Creative to plan and prioritize global convention and marketplace product needs, including exclusives, limited editions, and capsule collections. You will ensure feasibility on timelines, cost, and approvals in collaboration with Operations and Approvals.
• Build and oversee sales forecasts, performance reporting, and KPIs by event, territory, and partner, partnering with Business Intelligence and Finance on revenue projections, post-mortems, and continuous improvement across non-traditional channels.
• Develop and implement sell-through and marketing strategies for conventions and marketplaces, including retail marketing, on-site experiences, digital campaigns, and promotional windows that support both Global Commerce and broader Crunchyroll brand objectives.
• Ensure operational excellence and compliance by partnering with Operations, Legal, Business Affairs, and Approvals to meet licensor guidelines, event and marketplace policies, and reporting obligations across all non-traditional activities.

In the role of Specialty Sales Director, you will report to the Senior Director, Sales.

We are considering applicants for the location of Dallas, TX.

About You

We get excited about candidates like you because...

• 12+ years of commercial sales experience in consumer products, retail, live events, or ecommerce
• Experience overseeing revenue, margin, and multi-channel sales strategies across physical and digital channels.
• Experience in event merchandising and ecommerce/marketplace dynamics, including assortment planning, pricing, and promotional levers across regions or territories.
• Experience building or scaling specialty or experiential channels (conventions, pop-ups, festivals, marketplaces) and achieving revenue and growth targets.
• Experience in commercial deal-making and financial analysis, including structuring and negotiating complex promotional, revenue-share, or partnership agreements, using forecasts and performance data to guide decisions.
• Experience leading distributed teams and operating within large, matrixed organizations, aligning studio, licensor, and regional partners around shared commercial goals and execution plans.
• Experience working cross-departmentally to deliver complex sales executional projects.
• Familiarity with pop culture and the entertainment business.

About the Team

You will be part of the Global Sales & Distribution team within the Global Commerce department. We turn Crunchyroll's content and IP into revenue across Collectibles, Consumer Products, Content Sales, and Specialty channels worldwide. You will lead the specialty sales portfolio, working with Regional Sales Leads, Events, Product Development, DTC/eCommerce, Creative, Operations, Finance, and our Sony partners.

Why you will love working at Crunchyroll

In addition to getting to work with fun, passionate and inspired colleagues, you will also enjoy the following benefits and perks:

• Receive a great compensation package including salary plus performance bonus earning potential, paid annually.
• Flexible time off policies allowing you to take the time you need to be your whole self.
• Generous medical, dental, vision, STD, LTD, and life insurance
• Health Saving Account HSA program
• Health care and dependent care FSA
• 401(k) plan, with employer match
• Employer paid commuter benefit
• Support program for new parents
• Pet insurance and some of our offices are pet friendly!

#LifeAtCrunchyroll #LI-Hybrid